Preparation for Sales Meeting

Objectives
In this session, you will learn to:
Understand the importance of preparation for sales meeting
Understand elements of a powerful script

Slide 1 of 18

Preparation for Sales Meeting

Scenario 1 :
You are a confident sales officer and consider yourself a sales
champ. Your bouquet of products include car loans, commercial
vehicle loans, tractor loans, construction equipment loans. You also
take over selectively loans from other banks/financial institutions.
You have been given a lead to meet Mr. Rajesh Sodhi, who proposes
to buy a sedan and looking for a car loan. In order to fix the
appointment with this customer, what is the planning you would do?
How would you approach the customer to fix an appointment?

Slide 2 of 18

Preparation for Sales Meeting

Scenario 2
You are a sales officer. You meet customers regularly at the branch
office and also in sales meetings.
You met the accountant of a firm, who came to deposit the loan
installment of a commercial vehicle loan, taken by his neighbor.
During your interaction with the person, you got to know that the
company belongs to one of the oldest construction contractors of the
place and is managed by the son of the promoter . You decide to
meet him.
How would you approach the customer to fix an appointment?
Slide 3 of 18

Preparation for Sales Meeting

Scenario 3
You are an enthusiastic Sales Officer.
It is 10.00 a.m. and you have received two leads, one a
referral from an existing customer, a teacher named Ms.
Jhanavi Kapoor, second a journalist with the local
newspaper named Ms.Sudipto Das.
How would you approach the customer to fix an
appointment?

A good beginning is half the work done

Slide 4 of 18

Preparation for Sales Meeting

Preparation for Sales Meeting
Prior preparation for a sales meeting is an important step.
Prior preparation helps in the following ways:
Gives you the confidence to create a good first
impression.
Gives you a chance to create a common ground and
build rapport.
Helps in building credibility in the prospects mind.
Reflects your keenness for the prospects interest.

A good beginning is half the work done

Slide 5 of 18

Preparation for Sales Meeting

Preparation for Sales Meeting (Contd.)
Know your customer
The customer, and his background and culture
Nature of work/business
Transaction history with the bank
Regional preferences
Potential needs and possible solutions
Family transactions with the bank
Reference from people from bank who have dealt with him earlier

Knowledge about the individual shall help understand his

preferences.

Slide 6 of 18

Preparation for Sales Meeting

Elements of a Good Script
For a successful meeting, you need to have a powerful
script, which includes:
An introduction
General benefit statement (GBS)
Specific benefit statement

Slide 7 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
A good script is important to make a good rapport with the
prospect.
The following are the elements of a good script:
Pleasantries
Introduction of self and company
General benefit statement
Compelling reason
Ask for appointment
Closing the call

Slide 8 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
Objective: To get an appointment or create the next step
with the customer.
Make it sound
conversational
Ending Q
General
Benefit
Statement

Deliver with
Confidence

Pleasantry
Introduction

Slide 9 of 18

First interaction
Crucial first few
seconds
Art of first impression

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
Introduction
Prospect: Hello
You: Is it Mr. Garg?
Prospect: Yes
You: Good morning / Good
afternoon, Sir/ Madam. I am
Ravi calling up from ABC Bank
( Name of branch)

Ending Q
General
Benefit
Statement
Pleasantry

Introduction

10

Slide 10 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
The Pleasantry
"Do you have a minute?
May I talk to you for a few
minutes?
Is this an appropriate time to
talk to you for a few minutes?

Ending Q
General
Benefit
Statement
Pleasantry

Introduction

11

Slide 11 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
The General Benefit Statement
Catch the person's attention, use a hook that's
keyed directly to be of interest to this prospect.
Different customers have different needs so
we have tailor made products to suit your
requirements.
Disclosing of a tangible benefit
Describing an assumed customer need
Providing a general benefit that answers
this need
Being just one or two sentences long and you
can't go wrong.

Ending Q
General
Benefit
Statement
Pleasantry

Introduction

12

Slide 12 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
Your ending questions
If you get interrupted:
"I haven't heard of this before, but it
sounds interesting."
"I have absolutely no interest.
Ask for issues, if any.
If the customer says Call later check
for time for call to be made.

Ending Q
General
Benefit
Statement

Pleasantry

Introduction

13

Slide 13 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
Your ending questions
If you do not get interrupted by
this point, conclude your
opening statement with an
ending question that
incorporates some element of
time.
Is this something you would like to
explore further?
When can I come and meet you to
discuss this in detail?
Remember to confirm address before
closing.

Ending Q
General
Benefit
Statement
Pleasantry

Introduction

14

Slide 14 of 18

Preparation for Sales Meeting

Elements of a Good Script (Contd.)
Phone Etiquette
Agree on actions with time frame.
Thank the customer for their time.
Ask if there is anything else that you can assist with
(If appropriate).
Provide helpful information beyond what was
asked/required (based on product).

15

Slide 15 of 18

Preparation for Sales Meeting

Activity:
Scripting a Phone Call

5 minutes for each participant

Slide 16 of 18

Preparation for Sales Meeting

Summary
In this session, you learnt that:
Preparation prior to interacting with prospects gives you the
confidence to create a good first impression, establish a common
ground and build rapport.
A powerful script is important to make an instant impact on the
prospect and it also reduces the probability of getting a NO from
the prospect.
The following are the elements of a good script:
Pleasantries
Introduction of self and company
General benefit statement
Compelling reason
Ask for appointment
Closing the call

Slide 17 of 18

Preparation for Sales Meeting

Summary (Contd.)
While making the phone call and approaching the prospect face to
face for a meeting, we must adhere to the objective that is to take
an appointment and not attempt to sell on the phone.
The important elements you should keep in mind while meeting a
prospective customers are:
Confident and purposeful approach
Pleasantries
Introduction of self and company
General benefit statement
Compelling reason

The purpose of the call and first meeting is to get an appointment

for a proper product presentation.

Slide 18 of 18